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Successful Mega-Projects: How to Prepare for Complex MA Projects (Without...
It’s a bright Monday morning, coffee in hand, you’re strolling into the office feeling good about your to-do list. You’ve finally been able to cross off those three items that have been lingering...
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Building the Right Digital Marketing Team to Properly Manage the Kingdom
“Teamwork is the ability to work together toward a common vision. The ability to direct individual accomplishment toward organizational objectives. It is the fuel that allows common people to attain...
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Marketo at Enterprise Scale: 7 Deadly Sins of Marketo Disorganization (Part 3)
The concept of Marketo at Enterprise Scale is a focus on streamlining the system to perform at the highest possible level with a database of more than 1 million records. In the first two installments...
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Lead Nurturing: The Payoff for Patient Marketers
This might not surprise you, but despite your team’s best efforts, most of your leads aren’t necessarily going to proceed in an orderly fashion from inquiry through the qualification on to being...
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EBrief: What exactly IS lead nurturing?
Lead nurturing is an ongoing, continual process. It’s not a one-shot deal, and every nurture is unique. Good nurtures are the opposite of shotgun-style marketing; they are carefully constructed with a...
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A Client’s Journey—What, How, and Why?
We talk a lot about journeys in our business, usually in the context of a “customer or buyer’s journey” or a “project roadmap.” Broadly speaking, a journey can be defined as a passage or progress from...
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Get More From Your Demand Funnel With Demand Funnel Reporting
The modern marketer runs a complex “factory” to drive leads throughout the demand funnel—not just drop them in at the top. To get the most out of your demand funnel, and to effectively manage all the...
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How To Get The Most Out Of Your Lists : Marketing Automation
Like the real-estate motto of “location, location, location,” I feel the marketing automation motto should be “list, list, list.” You can spend all the time in the world searching for the right...
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A Recipe for Building a Successful Nurture Campaign
So you’ve got your marketing automation (MA) system in place. But what do you put in it? You know you’ve got to fill it with leads and campaigns, but how? Using marketing automation requires creating a...
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Analytics: Keeping Score of Your Success
Do you know why sales get the big bucks? Because revenue can be directly attributed to their performance. Can marketing’s performance be tied to revenue? Finally, the answer is yes! Every marketer who...
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The Year of the Demand Factory™: 2015
The new year is upon us—and my single prediction for 2015 is that this will be THE YEAR that Marketing will be on center stage in the corporate limelight. After a decade of innovation in marketing...
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Rise of the Data Scientist
In the movie The Matrix, Tank is the skilled operator who stays in the ship , staring at the console all day and guiding Neo and the crew safely through the virtual world of the matrix: entry points,...
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Is Lead Nurturing Working For You? Why a Regular Nurture Audit can Provide...
Your marketing automation system can give you more metrics than you know what to do with, from email statistics to closed loop revenue reporting. You probably wonder whether your nurtures are actually...
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The Secret to More Effective Campaigns: Knowing Your Database
Getting to know your database may not sound like a fun time. . .but if you and your database become more closely acquainted, you’ll find that it’s an important ally in improving the effectiveness of...
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eBrief: Why Lead Nurturing Really Matters?
Lead nurturing is an ongoing, continual process. It’s not a one-shot deal, and every nurture is unique. Good nurtures are the opposite of shotgun-style marketing; they are carefully constructed with a...
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Four Steps To Success with Account-Based Nurturing
Traditional nurturing is all about the lead: focusing all your marketing energy on getting an individual interested in your product or service, then driving that person through the funnel to buy....
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RingCentral’s Lead Generation Guru Eric Lewis Explains How Technology is...
Technology is changing marketing, that’s for sure. And if you’ve been doing marketing for a while, you’ve seen the changes and their impact, and you’ve learned to leverage new technologies to improve...
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6 Things To Do NOW (to prepare for effective Lead Scoring in the future)
In a recent blog post, a fellow Account Director here at DemandGen, Angela Najab, talked about how to break your Demand Factory down into sections, in order to efficiently roll out its implementation...
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eBrief: Key Steps in Successful Lead Management
Today’s savvy marketers are taking automation principles from the industrial age and adapting them to the information age. By leveraging marketing automation systems, customer relationship management,...
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Four Elements of a Rock Solid Demand Factory
You’re not alone if you’re often wondering if your marketing team is doing all the “things” needed to grow your brand and business. The reality is — with the massive demands on marketing each day, it’s...
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The 7 Food Groups of MarTech
Our global economy is in the midst of a dramatic transformation where digital marketing and ecommerce are overtaking traditional forms of marketing and selling. To keep pace with how buyers learn about...
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Transforming Yourself into a Modern Marketer
Marketing as we know it is in the midst of a massive transformation. Are you prepared for the new reality, and ready to enter the new age of Modern Marketing? Way back in 1898, American Sales and...
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How DemandGen Helped Boost Outbound Conversions by 40%
SITUATION Avalara helps businesses of all sizes achieve compliance with sales and excise tax, VAT and other transactional tax requirements. Avalara offers hundreds of pre-built connectors into leading...
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A True Lead Management Framework is More Than Just a “Funnel”
Among all of the different technology options, channels, tactics and strategies, a key tool for any company seems to fade into the background noise: a Lead Management Framework. Most companies will...
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David Lewis Named Most Inspiring Leaders in Sales Lead Generation
We’re proud to announce that DemandGen’s CEO David Lewis has been named one of the Top 40 Most Inspiring Leaders in Sales Lead Management. David has been an innovator in digital marketing and wrote a...
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Building a Blueprint for the Demand Factory
Imagine going into a marketing department at a new company and creating a modern marketing Demand Factory from scratch. Where do you start? What do you focus on first? How do you get everyone you’re...
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Rekindling the Love Between Sales and Marketing
Alignment between Sales and Marketing is, in many ways, the Holy Grail of organizations striving to deliver an exceptional customer experience. Close alignment between the two teams ensures a deeper...
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5 Things That Don’t Belong in Your Lead Scoring Model
If you have a marketing automation solution in place, you’ve probably enabled lead scoring as a key element in the early stages of your lead management process. Research has shown that that lead...
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Best Practices for Evaluating and Building Out Your MarTech Stack
With the list of Marketing Technology (MarTech) vendors at 3,874 and growing, building a best-in-class marketing stack that meets your unique needs as an organization is a formidable task. You must...
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Blueprint for Success: Laying the Groundwork for a Successful MarTech Deployment
Well before construction begins on a structure such as a home or an office building, architects and engineers design the building and draw up a set of blueprints with exact specifications for how the...
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DemandGen Radio: The 5 Principles of Successful Lead Management
In this episode, I share the key principles of successful lead management from my book Manufacturing Demand which now has over 10,000 copies in circulation. When I wrote the book, my publisher told...
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Beyond Data and Automation: Communicate Better with Your Prospects Using...
I love the term “data-driven marketer.” It emphasizes the shift in technologies and techniques away from guessing what might resonate with our leads and customers to using the huge amounts of data our...
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Lead Scoring Model in Eloqua: 3 Implementation Options
You’re up and running, you’re sending campaigns, and you’ve integrated Eloqua with your CRM. Now it’s time to implement that lead scoring model you’ve been dreaming about. Lead scoring is one of the...
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DemandGen Radio: How to Implement a Lead Scoring System
In this episode on lead scoring, David Lewis teaches you another of five principles of successful lead management. He explains everything you need to know about lead scoring so you know whether you...
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DemandGen Radio: How to Implement Lead Nurturing Programs
Are you stuck in batch and blast marketing or looking to improve your approach to lead nurturing? Well, this episode of DemandGen Radio will give you guidance on how to use your marketing automation...
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How To Take A Proactive Approach To Increasing Marketing Database Integrity
With the average marketing database being full of bad data, marketers must be proactive to prevent their systems from becoming contaminated. Duplicate contacts, invalid email addresses, and incomplete...
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Set It & DON’T Forget It: Four Tips to Freshen Up Your Foundational Marketing...
Foundational strength is important in building a solid house, a healthy body — and also a powerful marketing strategy. The most common foundational marketing programs include Lead Scoring, Lead...
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Creating an Efficient Funnel: An Executive Panel
Many high-growth, fast paced companies share the same problems when it comes to growing revenue: disengaged sales and marketing teams, disconnected leads and managing multiple ideal customer profiles....
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When Good Leads Go Bad: Is It Time to Freshen Up Your Lead Scoring Model?
You’ve implemented a lead scoring program and your team has started churning out campaign after campaign to fill the pipeline with Marketing Qualified Leads. Your job here is done, right? Maybe for...
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7 Ways to Level Up Your Lead Nurturing with Personalization
Lead nurturing, while not a new concept, continues to evolve. On average, we know that prospects convert at a much higher rate when nurtured versus those who aren’t. In fact, Forrester found that the...
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Reengage Inactive Leads in 3 Steps
Are you familiar with the saying, like throwing money out the window? Well, when you cast off leads that haven’t engaged with you within a certain amount of time, that is exactly how I’d describe it....
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So Long, Leads: How (and Why) to Move to a Contacts-Only World in Salesforce
Leads or Contacts. Leads and Contacts. WHY are there two objects in CRM for people? If you manage a CRM platform or administer an integration between MA and CRM platforms and use both objects, you’re...
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How to Drive Lead Acquisition with DemandGen’s ABM Framework
With the staggering increase in channels and near-continuous bombardment from eager sellers, buyers have become decidedly more difficult to reach. That’s why every conversation I have with a client or...
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Manage Lead Routing with Ease in Salesforce — Without Knowing How to Code
If you’ve tried to match leads to existing accounts in Salesforce, you know there’s just no easy way to do it. LeanData addresses this gap by automatically matching leads to accounts. But wait,...
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Conversion Paths: The Yellow Brick Road of Converting Unknown Prospects to Leads
Last week, DemandGen CEO David Lewis shared the D3 Methodology, a holistic model that accounts for all the elements that can make or break an organization’s demand generation efforts. Today, I’m going...
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Communication Is More Important than Ever, Making It the Perfect Time to...
The COVID-19 pandemic has forced all of us to find new and different ways to communicate with our family, friends, colleagues, clients, and prospects. With the majority of us now working remotely,...
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How to Design a Buyer’s Journey That Actually Converts Leads and Accounts
First, let’s begin with a definition so that we’re all speaking the same language. A buyer’s journey is the path a prospect takes to make a purchase (not to be confused with a customer journey, which...
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Get, Keep, Grow: The Strategic Value of Customer Scoring for Demand Generation
As marketers, we understand the importance of being customer-centric in our demand generation efforts. Keeping your ideal customer at the center of your demand generation strategy is a must if you...
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The Case for Creating Duplicate Leads in Eloqua and Salesforce
The benefits of aligning marketing and sales teams are well known at this point. One of the elements of a strong marketing-sales relationship is having a seamless integration between their tech tools,...
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5 Best Practices for Switching to a Contacts-Only Approach in Salesforce
For CRM users, duplication is the enemy. Duplicate contact and company data can lead to wasted time, mistakes when engaging with prospects, and a poor customer experience. So why are there two objects...
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